Search JobsJob DescriptionDirector, Hyperscaler Business Development – Alibaba, Microsoft, Google, Oracle and IBMStrategic Ecosystem & Industry Solutions (SEIS), VMwareBusiness SummaryVMware software powers the world’s complex digital infrastructure. The company’s cloud, app modernization, networking, security, and digital workspace offerings help customers deliver any application on any cloud across any device. Headquartered in Palo Alto, California, VMware is committed to being a force for good, from its breakthrough technology innovations to its global impact.Since our founding in 1998, our employees and ecosystem of 75,000 partners have been behind the technology innovations transforming entire industries—from banking, healthcare, and government to retail, telecommunications, manufacturing, and transportation. Every day, we work to solve our customers’ toughest challenges through disruptive technologies like edge computing, artificial intelligence, blockchain, machine learning, Kubernetes and more–to define the digital foundation that will accelerate the next wave of innovation. Our commitment to solving the hardest technology problems is why companies trust VMware. It's also how we've earned the loyalty of more than 500,000 customers globally.VMware is a place, where we are valued for the complete people we are, where extraordinary progress is achieved for ourselves, our teams, our company, our customers, and our communities – and where even more progress is desired and expected. VMware is a powerful platform for all of who we are – individual, colleague, pioneer, citizen – a place where empowerment, accountability, and responsibility become the traits of ownership, and where each of us can own our future and achieve success through our own actions, on our terms. We believe in technology as a force for good. We understand that our products, operations, and people collectively have an impact on the world, and we strive to be net-positive through all that we do. At VMware, we celebrate our people from a wide variety of dynamic backgrounds, experiences and perspectives. We deliver transformative IT solutions by harnessing the power of human difference and building a community that is inclusive and diverse. Our diversity and inclusion initiative, VMinclusion, is a business-led effort to attract and engage the multinational, multicultural talent critical to our globally connected business. You can learn more about our community work at VMware Foundation. We are committed to developing transformative solutions that enable a net positive future and ensure sustainable growth. VMware 2020 is our roadmap for sustainability, more about it can be found here.For more information, please visit https://www.vmware.com/company.htmlJob DescriptionReporting to the Vice President Hyperscalers Business Development, Strategic Ecosystem & Industry Solutions (SEIS), this role will be responsible primarily for managing the relationship with Alibaba, to expand and/or create partnerships through development of new solutions that drive material sales impact. This individual will be expected to build executable business plans with strong governance and measures of success. Cross-group collaboration and the ability to influence without direct control over resources will be required to deliver extraordinary results. Those with a confirmed ability to identify lucrative business opportunities through delivering creative, differentiated solutions that marry up applications and infrastructure will excel in this role.Beyond the VMware Product Groups, one of the primary stakeholders for this organization is sales leadership, specifically the GMs/SVPs of Geo’s, and the global leaders of specialist sales teams. Therefore, the alignment and relationship with sales leadership is a critical dimension of this job, as the outcome of this team’s work is aligned to sales leadership.Job Role and ResponsibilitiesAs a key member of our Strategic Ecosystem & Industry Solutions (SEIS) team, you will be responsible for:Evolving, implementing, and driving VMware’s strategy with Alibaba, supporting the growth plans of VMware business units, regions, and key strategic priorities.Uncovering and incubating creative and differentiated solution offerings with customer value as the top priority.Gaining agreement and negotiating joint investments (resource and financial) from VMware, Alibaba and other Route-to-Market partners that may act as a deployment/recommendation engine.Represent at geo level (APJ) the other Hyperscalers (Microsoft, Google, Oracle and IBM) partnership initiatives to act as liaison between Palo Alto HQ and VMW APJ.Generating internal support with key stake holders and ensuring that business development goals are supported through appropriate availability of products, services and support for customers and partners.Ability to travel (up to 25%) in support of above responsibilities.Lead all aspects of assigned partners to grow revenues through new solutions that utilize the full VMware portfolio of technologies while meeting assigned MBOs, including revenue targets.Develop effective partner business plans that include quantifiable goals, technical landmarks, marketing and sales execution, resource mapping and sponsorship.Manage balanced governance and communications across the cross-functional team of resources internal and external to VMware.Required SkillsThe candidate will have over ten years of professional experience in the technology industry with over five years of experience getting results through partnerships with well-regarded hardware, software and/or services companies. Virtualization domain knowledge is a plus. Domain experience in cloud, infrastructure or business applications would be a distinct advantage. Leadership experience is not required.Business development, alliance management and sales disciplines with a focus on revenue generation through partnershipsConsistent track record driving incremental revenues from joint alliance solutions in excess of $10MRelationship driven with a strong dedication to collaboration and an established ability to build credibility across internal constituents, industry authorities, and external partnersAbility to work across a geographically distributed and matrixed environment, motivating resources toward a common goalContribution towards and creation of effective and quality collateral including but not limited to sales decks, social media, press releases, analyst briefings and webinar content to promote joint solutions.People management experience preferred.Bachelor’s Degree ; MBA strongly preferred.Personal Characteristics will includeVery strong written, oral and social communication skillsA strong balance of strategic and tactical skills, with intellectual agility and capacity for creative thoughtAbility to think outside of the box and demonstrate entrepreneurial abilitiesAn enthusiastic, high-energy and motivated individual who is visibly passionate and is capable of attracting and forming lasting relationships.A strong focus on execution. Not afraid to roll up his/her sleeves.A self-starter capable of effectively leading and executing on multiple demanding projects in a dynamic environment.Strong ability to influence without direct control.Job Families for Job ProfilesKM - Strategic Partner SalesVMware is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: VMware is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at VMware are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. VMware will not tolerate discrimination or harassment based on any of these characteristics. VMware encourages applicants of all ages. VMware will provide reasonable accommodation to employees who have protected disabilities consistent with local law. Search Jobs
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